Help Center

Sales Pipeline Management

* Page referenced in this article: Sales Pipeline page.

LeadCenter’s Sales Pipeline helps you manage contacts you are actively working to convert. It gives your team a clear view of each opportunity, organized by stage, with tools to engage, qualify, follow up, and close.

Contacts in the pipeline appear in the Pipelines section and are organized by stage. Contacts who are not in the pipeline still remain in your Contacts Dashboard. They do not appear in pipeline reports, but their Stage and Closed At history can still remain visible on the contact record.

Getting Started with the Pipeline

1. Configure your stages. Your stages define the steps contacts move through in your sales process. To learn how to configure stage names, colors, and closed-stage behavior, see Sales Pipeline Stages.
2. Add contacts to the pipeline. Contacts can be added manually, through forms, through imports, or through workflows.
3. Set the owner and source. Assigning an owner and source early helps keep pipeline views and reports accurate.
4. Start engaging. Use pipeline actions to call, email, text, schedule appointments, add tasks, add notes, run workflows, or send key links.
5. Move contacts through stages. Update the contact’s stage as the relationship progresses. Closed stages may prompt for additional information depending on your stage settings.

Pipeline vs Contacts Dashboard

Note: Removing a contact from the pipeline excludes them from pipeline views and pipeline reports, but the contact remains available in the Contacts Dashboard.

Pipeline Views

The Pipelines menu includes several views to help your team manage contacts:

• All — all contacts currently in the pipeline
• New — contacts added to the pipeline that have not been assigned a specific stage yet
• Open — contacts in open stages
• Owned by me — pipeline contacts assigned to you
• Additional pipelines — separate pipelines for different sales processes, if your account uses them

If your account uses more than one pipeline, see Sales Pipeline vs Additional Pipelines.

Contact Count in the Filter Bar

The Sales Pipeline shows the contact count in the filter bar at the top of the page. You will see a small badge in the filter row showing the current result count, such as 10 / 468 contacts.

This makes it easier to see how many contacts match your current search, filters, and page view without scrolling to the bottom of the table.

How It Works

1. Go to the Sales Pipeline.
2. Look at the filter row above the table.
3. The contact count badge appears alongside the sort direction badge and any active filters.
4. When you search, filter, sort, or move between pages, the badge updates automatically.

Important Notes

• The badge appears in the same row as other filter tags.
• When no contacts match your filters, LeadCenter shows the normal empty-state message instead.
• The bottom area still shows pagination controls, but the contact count is now shown at the top in the filter bar.

Actions in the Sales Pipeline

You can take the following actions from the Sales Pipeline:

• Engage the contact — call, email, text, schedule an appointment, run a workflow, send a financial questionnaire, or send the secure document portal link
• Add tasks and notes — record follow-up items or internal context
• Change stage — move the contact to the next step in your sales process
• Remove from pipeline — keep the contact in LeadCenter but remove them from pipeline views and reports
• Delete the contact — move the contact to the Trash folder, where it can be restored if needed
• Mark as spam — block calls and emails from that phone number or email address
• Merge contacts — combine duplicate contacts into one record
• Bulk update contacts — update stages, owners, sources, tags, or workflows for multiple selected contacts

Adding and Removing Contacts from the Pipeline

Adding a Contact to the Pipeline

On the contact details page, turn In Pipeline? to Yes. When added, the contact starts in the New stage.

Removing a Contact from the Pipeline

On the contact details page, turn In Pipeline? to No.

When removed from the pipeline:

• The contact no longer appears in pipeline views or pipeline reports
• The contact remains available in the Contacts Dashboard
• The contact’s Stage remains visible on the contact record
• If the contact had reached a closed stage, the Closed At date remains visible on the contact record

Important: This helps preserve pipeline history even after a contact is no longer actively managed in pipeline views.

If your firm removes contacts from the pipeline after they become clients, you can still review their stage history directly from the contact record.

Stage, Closed At, and Client Since on Contact Records

The Stage field is visible on contact records even when the contact is no longer kept in the pipeline. If the contact reached a closed stage, the Closed At date also remains visible.

LeadCenter also applies the same Client Since date confirmation checks on contacts that were previously available only while working in pipeline-related flows.

Note: The default stage label has been simplified from No Stage (New) to No Stage.

Sorting and Filtering the Pipeline

The Sales Pipeline is automatically sorted in descending order by the last contact update. This helps show the most recently updated contacts first.

You can change the sorting order from the Sort by filter. The filter bar at the top of the page also shows your current result count and active filters.

To learn more about saved filters, advanced filters, and filter logic, see Creating and Saving Contacts Filters.

Best Practices

• Keep active opportunities in the pipeline so your team can track follow-up and progress.
• Update stages consistently so reports reflect where contacts are in the sales process.
• Use owner and source fields to keep pipeline activity and attribution reporting accurate.
• Use notes on closed-lost stages when your stage settings require or encourage a reason.
• Use the result count badge to confirm your filters before taking bulk actions.
• Remove closed-won clients from the pipeline if your firm prefers to manage ongoing relationships from the Contacts Dashboard or household views.

Tip: To automate engaging with a contact, you can trigger a workflow when a contact is created or updated. Create a workflow with the trigger Contact Created or Contact Updated. Go to the Workflows page to set it up.

Frequently Asked Questions

Do contacts removed from the pipeline show in pipeline reports?

No. Contacts removed from the pipeline do not appear in pipeline views or pipeline reports. They still remain available in the Contacts Dashboard.

What happens to a contact’s stage when I remove them from the pipeline?

The contact no longer appears in pipeline views or reports, but their Stage and Closed At history can still remain visible on the contact record.

How do I configure pipeline stages?

To configure stage names, colors, and closed-stage behavior, see Sales Pipeline Stages.

Can I have more than one pipeline?

Yes. If your account uses additional pipelines, see Sales Pipeline vs Additional Pipelines.

Related Articles

• Sales Pipeline Stages
• Sales Pipeline vs Additional Pipelines
• Contact Management Dashboard
• Creating and Saving Contacts Filters